Client
Ultimate Software provides web-based payroll and employee performance management best practices and systems to organizations of all sizes. An important component of the company was the virtual Professional Services Organization and teams charged with providing client solutions.
Business Need
To meet the demands of a shifting economy and increased competition, Ultimate Software recognized the need to move from a product-oriented company to that of a solutions provider. They needed to partner with their clients by understanding their business issues and linking Ultimate Software solutions to these needs—saving their clients time and money.
Goal
Ultimate Software’s goal was to be seen as a strategic partner providing business solutions versus a software company. Through targeted and relevant consultative selling, executive selling and solution selling training investments and on-going sales coaching sessions, they wanted to arm their Professional Services Organization with the skills and training resources necessary to become true business partners with their clients.
Solution
The Consultative Selling Approach workshop was presented.
